1. I would definitely recommend spending as much time getting to know your distributors as possible. Ideally, they will come through references of people that y

1. I would definitely recommend spending as much time getting to know your distributors as possible. Ideally, they will come through references of people that you actually know and trust. Once you have identified some candidates, get something on paper so there are no disagreements, make sure you specify jurisdiction to settle disputes, etc. Best case scenario: the relationship is a success and you will have to evolve your agreement to further suit your mutual needs. Figure out how they (and you) will get paid. Will they contract directly with the client for their share and earn commissions from your firm as well? Or is everything sub-contracted through you? Questions to answer. Make sure you put in indemnifications / consider requiring liability insurance, etc. Having an attorney review at least your first few agreements is a good idea. 2. I don't think you need offices around the world. The individuals / organizations you work with will have their own offices / equipment, etc. You're role is to provide a partnership, clear revenue sources and, in some cases, leads that they can fulfill. Systems integrators are usually a good bet for this type of arrangement, even if it's a hosted application. What vertical are you in? In marketing and advertising, for example, you may be able to find agency parters to work with as well. Good luck. I'm sure this is a growing trend.